I reached out to a prospect after reviewing her LinkedIn profile and noticed she attended the University of Alabama. I mentioned this is my outreach to her and it grabbed her attention.

1. Cowboys have a good sense of humor. You see a lot of stark realities on the ranch; animals are born, they grow up, they die, they are sold, they get sick, or other. So cowboys have learned to appreciate life’s bigger picture. It means you will rarely find a cowboy depressed.
2. Cowboys have good manners…Ever see a cowboy not open the door for a lady or use the word ma’am? When you have met a true cowboy, you tell yourself, that would be someone that “I’d ride the river with.” They just built a know, like, and trust relationship with you.
3. Cowboys are great listeners…They understand that they learn more and hear better when their mouths are closed…They’ll actually figure out how to put themselves in the boots of their prospect.
4. Cowboys are honest…Their word is their bond…They’d rather die than not hold up their end of the bargain.
5. Cowboys are loyal to the brand…They defend their brand and they make sure their actions don’t detract from the reputation of the brand.
6. Cowboys are independent…They don’t need a crowd of people or a team to go accomplish something. They can ride out there and get the job done by themselves…Remember the line, One Riot, One Ranger?
7. Cowboys are protective…It’s in their nature to protect people or things that can’t protect themselves…Remember Val Kilmer as Doc Holliday in Tombstone when steps in to protect his friend Wyatt Earp and says, “I’m here Huckleberry.?” He knows he’s staring down the barrel of Ringo’s gun, but he was going to protect his friend. Ever have a colleague get into a bad situation at a conference? Ever have another team member that needs to go meet with irate client? Send the cowboy because they’ll absolutely protect that person in their care.
8. Cowboys are authentic. Ever see a hardened, wizened cowboy with a little kid on their knee? They are as gentle as a baby’s blanket. Their soft side simply shows that they are genuine people and they are perfectly comfortable in their own skin.
9. Cowboys are smart…They learn from experience…They can “read the sign” which are trails left by other living things when tracking them through the brush. They tell themselves, “the last several times I tried that series of questions didn’t work, so I’m going to try a different tact this time and see if I can get a better result.”
10. Cowboys are fearless…You want them to ride into that cactus and pull out that big steer? Ok. You want them to get on that bull and ride it for 8 seconds? Ok. You want them to go talk to a stranger and try to get their business? Ok. You want them to do that 1,000 times? Ok.
11. Cowboys help…Whether it’s helping a friend fix fence, helping a cow give birth to a baby, managing the livestock by rotating them into different pastures, or helping prospects achieve better outcomes, the cowboy’s job is to help. The last person that a cowboy is concerned about is himself.
12. Cowboys don’t quit…Ever…Remember the line from Billy Crystal in City Slickers? “A cowboy always brings in the herd.” There is nothing that keeps a cowboy from accomplishing his goal. Come hell or high water they will succeed.
13. Cowboys are courageous…Remember John Wayne’s line, “Courage is being scared to death, but saddling up anyway.” The cowboy knows he’s going to go out and get a whole lot of no’s, but he saddles up and goes anyway because he knows that he will get some that will say yes.

Proverbs 18:21  The tongue has the power of life and death, and those who love it will eat its fruit.

Are you building people up or tearing them down? What you say reveals what is in your heart. How do you want to be remembered after today’s work?

1. Short, Intense Bursts Outperform Marathon Sessions: Quick sprints keep energy high and reduce mental fatigue. My intense bursts are usually three hours each morning. I really control any distractions during this period, including my wife.
2. Accept That Prospecting “Isn’t Fun”—But Necessary: Stop waiting for everyone to be “excited.” Focus on discipline and wins will follow. For me, it’s gradual prospecting and then sudden hits!

“Fear arises when we imagine everything depends on us.” Elisabeth Elliot/Author & Missionary.

I received this quote from a book my sister is reading. It says, “If you only shine light on your flaws, all your perfects will dim.” Keep your mind on God and he will use your gifts to serve others!

Heaven and earth collided when Jesus was born on Christmas. It was a difficult journey to birth. Mary had to travel 90 miles by camel while pregnant. King Herod was very troubled that a new King was being talked about and there was no comfortable spot to give birth. This was the environment that our Prince of Peace arrived. With that said, don’t hesitate to turn to turn to Jesus during your difficult times. He will give you peace in the face of adversity.

Use AI to augment and not replace your personal voice in sales. Personal messaging is your superpower to build relationships.